TRAINING.

Overview

After participating in this course, you will be able to:

• Become a valuable resource in proposal production
• Learn where to find public Requests for Proposals
• Confidently decide if RFP opportunities are worth responding to
• Learn how to outline and prepare your proposals with confidence
• Create an efficient proposal content strategy
• Gain an understanding of what could be expected after your submission

Description
Public requests for proposals (RFPs) are integral to our modern economy, spanning transparency requirements for public institutions to private companies seeking competitive solutions. Navigating RFP requirements and proposal preparation can be daunting initially, but with a solid understanding of what RFPs seek and a strategic approach to proposal content, the process becomes much more manageable.

According to McCarthy, Canada boasts a substantial public procurement landscape, with expenditures exceeding $130 billion in 2021. Globally, over $10 trillion (77% of the total) is spent by 16 countries. Many of these expenditures occur through public RFPs, and this extends to large corporate buying as well. Responding effectively and comprehensively to RFPs is crucial to winning these projects. Our course equips you with the necessary knowledge and strategies to succeed in this competitive landscape.

Join us to explore RFPs in-depth, starting with the basics: the who, what, and where. We will then progress to lessons learned from experience, uncovering the components of successful proposal writing.

Who Should Attend
Any professional organization seeking to improve its understanding of the public tendering process and compete successfully for contracts should be interested in this course. Understanding the documents, process, requirements, and strategy is crucial to establishing successful proposals.

This thoughtfully designed course offers valuable insights for professionals across various industries who aim to enhance their sales expertise. The course combines theoretical knowledge with practical applications, ensuring that learners can immediately implement what they've learned in real-world scenarios. By the end of the program, professionals will be equipped with the tools and confidence needed to drive sales growth and achieve their business goals.

Special Feature

This course offers an opportunity to explore real-world applications through a series of in-depth case studies, personally overseen by the instructor. These case studies cover a diverse array of sectors, providing a comprehensive understanding of industry-specific challenges and innovative solutions.

• Renewable Energy & Utilities
• Construction
• Healthcare
• Technology (IT Infrastructure)
• Services
• Municipalities, Universities, Schools, and Hospitals (MUSH)

These case studies not only provide theoretical knowledge but also offer practical insights and lessons learned from real-world experiences. Engage with these examples to deepen your understanding and apply this knowledge to your endeavours.

Please note: You can check other time zones here.

Syllabus

Introduction

• Course Objectives & Outline
• Role of the Proposals
• Objectives of the Proposal
• The Challenge of Proposal Writing

RFPs and Where to Find Them

• Types of Requests for Proposal
• Finding Public RFPs

Understanding the Requirements

• Reading the RFP
• Typical requirements
• Understanding the evaluation process

Go or No-Go Review

• Basic Principles
• Important Factors

Preparing your Proposal Outline

• Document Skeleton
• Establish the Content Strategy
• Scheduling the details

Presenting Your Solution
• Introduce your business

• Your Solution and why it’s right for this client
• Positioning yourself against your competitors

Understanding your Audience

• Understanding the RFP is key
• Write with your audience in mind

Effective Selling Features

• Unique Selling Proposition (USP)
• Problem / Solution
• Features / Benefits
• Authority / Social Proof

Proposal Preparation & Submission

• Confirm Delivery Method
• Coordination is key

After the Submission

• Verifying Receipt of your proposal
• Next Steps

Instructor

Muhammad Amjad, P. Eng.

Muhammad is a professional electrical engineer, and has twenty-three years of multidisciplinary experience in project planning, designing, financing, procurement and construction of renewable and conventional energy projects. He has been actively involved from prefeasibility to the construction and commissioning stage of the project. He has spent several years in engineering consulting, utility and development sectors. He assisted many energy companies, developers and utilities in managing the RFP process, contract negotiation and administration. On the technical side, he was involved in system engineering, analyzing emerging energy and power markets, remote metering, and SCADA. He assisted in selecting and procuring the capital intensive equipment (Wind Turbines, Solar Panels, Generators, Substation, Transmission and Distribution), saving millions in project development costs. He has been actively involved in engineering and public policy infrastructure projects, particularly in energy and power in Canada and overseas. On the utility level, he was involved in private power development, utility management, smart metering, and restructuring and transmission lines.

He has been actively involved in energy policy formulation, generation- mix planning, substation design, procurement, testing and commissioning, transmission line, smart grid, and utility management, and deregulated energy markets. He is the member of Professional Engineer of Ontario (PEO) and Ontario Society of Professional Engineers (OSPE). He has been actively involved in engineering and public policy projects particularly in power sector in North America and globally.

Mr. Amjad holds a Master Degree from McMaster University Canada. He completed his engineering and management education from USA, Canada Sweden and Pakistan. He holds Engineering Degree in Electrical Engineering, attended MS/Ph.D. Graduate Program in Power Systems from Rensselaer Polytechnic Institute, New York USA. In 1997, he was awarded a scholarship by Swedish International Development Agency (SIDA), Stockholm, Sweden for specialized training in International Business Management Techniques and Standardization. He has extended his academic horizon by executive level management and technical courses and has deployed innovative ideas for expansion and problem solving.

He had held numerous senior engineering and management positions and leadership roles in many cross functional departments in utilities and municipality sectors in Canada and overseas. He was responsible for technical review and due diligence of projects and agreements in South Asian and Middle East markets, funded by World Bank and many other international financial institutions and assisted to develop 5000 MW of private power projects in those regions.

Currently, Mr. Amjad is working as an independent consultant for strategic business development projects for electrical utilities, energy and power sector companies on grid modernization, smart grid, storage, distributed generation, micro grid, utility asset mapping and financial institutions and investment companies for due diligence and feasibility studies.